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The Words We Choose To Use Have Power
by Tony Vidler        If we want to give ourselves the best chance possible of influencing clients and prospects to change course, which is what professional advice is all about really, then there is no doubt that the words we choose to use can make an enormous difference.   Enough experts have done enough research over […]
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How to Position For The Right Referrals
by Tony Vidler        Getting referrals is difficult enough for many, but getting the right referrals is even tougher. It’s always nice to get a referral of course, but it doesn’t help if we do get a referral and it is someone that we just can’t deliver great value to.   So we do want to […]
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The Continuous Cycle That Is Social Media Marketing
by Tony Vidler         Marketing via social media is a bit like riding a bike: you have to keep pedalling that cycle or the lack of momentum will make it fall over. Many professionals beginning with social media as part of their marketing mix fail to recognise that continual movement is a critical part of making […]
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Advisers need to get selling
by Tony Vidler   Advisers: Good advice process is not enough. Being technically competent is not enough. You have to get selling. I know that “Sell” is seen as a bit of a diry word these days, but we cannot back away from it. You have to sell if you are going to be effective at […]
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transition to business
Lost Sales Skills: How to “get down to business” without drama
by Tony Vidler        The advice industry has lost a lot of sales skills, and it needs them. If we are to help consumers make better decisions and change behaviour then we have to be able to help convince them to change.   The first tension point for today’s professionals is how to transition from the […]
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There is a need for speed with leads…
by Tony Vidler        Speed kills…except in sales….there IS a need for speed with leads.  By calling a lead personally within 5 minutes of receiving a lead you can increase your chances of getting them as a customer by 100 times for example.   Unbelievable, right?   Research shows it to be absolutely true.  Perhaps Maverick […]
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Sales Technique Is The Key To Opening Minds
by Tony Vidler        Sales Technique…the very phrase sends shudders down the spines of professionals today it seems.  Despite the focus on our increased technical knowledge and the emphasis upon good process, financial advisers actually have to “sell”.   A large problem for many newer advisers is that nobody is teaching them effective sales technique anymore, […]
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Sales Activity Can Be Gamified
by Tony Vidler        some things are timeless simply because they have stood the test of time, and focusing upon sales activity is one of them.  “Sales activity” as a concept is probably abhorrent to many professionals today, but it is simply about managing the inputs which provide the outputs that your business wants.   […]
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Improve your sales results with a quick “Kerbside Review”
by Tony Vidler        One of the most effective ways to improve sales results is to spend 2 minutes on a reflective process after each client meeting – whether it was a good or bad one.   It is the “kerbside review” (hat tip to the USA with the spelling, but this concept did originate […]
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whats in it for me
Client Engagement: The WIIFM Question Is Really 3 Questions
by Tony Vidler        WIIFM. What’s In It For Me?   No sale is ever made, no client ever signs on, until you’ve clearly addressed this question as it is the dominant question running through every prospects mind.   Most of us know this….and despite knowing it, most people in professional services struggle to address […]
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